Step Zero: What Is Important to You?

This course will help you be a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations. This framework will allow you to make principled arguments that persuade others. It will allow you to see beneath the surface of apparent conflicts to uncover the underlying interests. You will leave the course better able to predict, interpret, and shape the behavior of those you face in competitive situations.
In this course, you will have several opportunities to negotiate with other students using case studies based on common situations in business and in life. You can get feedback on your performance and compare what you did to how others approached the same scenario. The cases also provide a setting to discuss a wide-ranging set of topics including preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world. Advanced topics include negotiating when you have no power, negotiating over email, and the role of gender differences in negotiation. To close out the course, we will hear insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain. Enjoy.

審閱

MC

Professor Nalebuff does an excellent job of keeping the student engaged through his own examples of negotiations as well as guest speakers. I've learned so much from the Intro course to use at work.

RC

Sep 08, 2015

Filled StarFilled StarFilled StarFilled StarFilled Star

A superb introduction to negotiation from game theory point of view, which itself is a fascinating subject and taught by Barry nelbuff, a brilliantly simple teacher. read his books and you'll know.

從本節課中

Outpsider Case

Our second case study is more difficult. Here each party has some hidden information to which the other is not privy. Much like real life, neither party has enough information to figure out a solution on his or her own. Sharing and revealing information thus becomes a critical part of the negotiation. What should each party share? What should they keep to themselves? This case provides an opportunity to discuss critical questions around revealing information, along with some negotiation tactics: who should make the first offer, what the first offer should look like, and how you should respond to threats.

教學方

Barry Nalebuff

腳本

When you're thinking about what to ask for, obviously everybody likes getting paid more money, but that's not the only thing. So, what are some of the other ways that you can be successful, in terms of negotiating? >> Well, I know that you're teaching people how to negotiate here, and you're giving them great advice about how to do that. But all of that advice is not gonna be effective unless people know what they want. >> Sure. >> And so step one, or if you can think about it as step zero. >> Step zero. >> Is to think carefully about what's important to you. So maybe it's money, maybe it's responsibilities, maybe it's a title, maybe it's the ability to have experience so you can use that to move to the next level. And so really to dig deep inside yourself to think about what's important to you and use that to prepare then for the negotiation. >> Absolutely. It's hard to be successful in negotiation and get the other side to give you what you want if you yourself don't know what it is to ask for. >> That's right, so that is step zero.